Nowadays, most mid-sized manufacturing companies invest heavily in digital technological advancements, such as robotics, artificial intelligence, blockchain, etc, but when it comes to sales and marketing, well… it might as well still be 1995. Many still rely on good old-fashioned print ads, tradeshows, and referrals to grow their business. So, how do you bring this sector up to speed and help them stand out in the digital age? Most importantly, how do you demonstrate the value of sales and marketing for their growth-oriented business?

Joe Sullivan of Gorilla 76 shares what it’s like working in the manufacturing sector and hopes to shift the mindset around marketing from being seen as an expense to being valued as a revenue-generating function of any business.

What do pandas, STDs, and the NFL have in common? Nothing really, except they all came up in today’s Sales on the Rocks conversation. Brian Cross from Elasticity joins in on the fun and shares the ONLY mentality you need to have if you really want to stand out in the digital agency space. Plus, get to know the story behind Joey’s new look. We recommend you don’t skip any part of this podcast!

Are you wanting that big exit, that big fat dollar figure dropped in their bank account overnight when you sell your agency or get acquired by a larger company? There’s nothing more satisfying as an agency owner than to walk away from the agency and reap only the benefits. But how do you actually get acquired and what does that M&A process look like? Most importantly, when do you know you’re ready to be acquired?

Todd Taskey of Potomac Business Capital shares with us what you need to prepare for when going into acquisition, the common mistakes most agency owners commit when they have a run-in with merger and acquisition, and how to prevent feeling like you’ve lost your agency in the process of trying to be acquired.

Most agency owners think that hiring an SDR or AE into the sales operation is the smart thing to do. We don’t think so. In this Sales on the Rocks conversation, you’ll learn how to best enable your sales team with the help of a sales admin or sales assistant, how your sales rep can bring in double, triple, or quadruple of revenue when you kick them out of the non-revenue generating activities, and how you as a founder-based seller establish trust with your clients and win more sales.

Are you ready to scale up your agency? Would you like to be involved in the gaming, esports, and streaming space? Listen up and discover the big opportunities awaiting you to level up your brand as Johnny Ward, CEO and co-founder of Damage, gives us the lowdown on how agencies can score big by entering this space.

There will come a point in your life where money is no longer a problem, and instead, you’ll be bargaining for more time - more time to spend with family, friends, loved ones and on things and experiences you love. So, how do you as an agency founder or CEO find that balance between pursuing wealth and pursuing your passions, investing in relationships while keeping your cool and sanity?

Hang out with us on this week’s Sales on the Rocks podcast as we talk about the 5 Ps to live a well-rounded lifestyle, how to invest properly according to Joey, and what to do when your prospect ghosts you.

How do you keep your agency business organized and efficient as it grows? We all know that we need systems & processes in order to scale an agency business, but in the chaos of agency life, it's hard to know where to start. Imagine the clarity and streamlined operations it will bring to your projects if you have a systematized, operational process in place.

This week’s guest is Gray MacKenzie, Agency ClickUp and founder of ZenPilot. Having worked in the agency space for 11 years, they have had the privilege of helping agencies deliver better work, faster, through enhancing the quality, consistency, and efficiency of client service delivery and agency operations. Join us to hear about ZenPilot's strategies for helping agencies achieve sustainable growth.

What is the most critical piece you need to nail if you’re thinking about increasing your sales pipeline, win rate, and client value? How do you swim in a pretty saturated industry or market as a digital agency? Joey spills the secrets on getting clear with your agency’s positioning and messaging, plus some cool hacks on how to validate your offer and align your marketing and sales teams to drive wild success to your agency.

Want to differentiate yourself from the crowd of digital marketing agencies but don’t know where to start? Having trouble communicating your brand confidently and effectively? Shane Hunter, a.k.a. The Abrasive Entrepreneur says you don’t need all the tactics just to cut through the noise, you just need to be genuinely you. Easier said than done, right? In today’s episode, Shane’s teaching agency owners specifically how you can influence, sell, and gain a cult following of passionate fans and clients by being a little bit abrasive.

How do you build an attractive compensation plan for your sales reps and how do you motivate and incentivize them? What goals are you initially setting when you bring in a new sales rep to the team? How does a typical sales conversation with a prospect go? When do you expect your new sales rep to start paying for themselves? All these questions and more were answered by our fearless leader Joey on this Sales on the Rocks episode.